One of the most popular questions I get is, can anyone become great at business-to-business sales?

And the thing is, I've seen so many people of varying skill levels, personalities, motives,

all become really good at B2B sales. And what does it take? It takes understanding the game that you're

playing, really becoming a student of it, dissecting out the nuances, the little bit, the little

secrets of it, kind of obvious secrets, some kind of known secrets, and then playing that game

over and over again, and really trying to find ways of improving. So we tend to think of it as

epiphanies or hacks or tricks, but those are helpful, but the real great salespeople kind of do it

every day. They make it a habit, they make it a system, and that's true with pretty much every game,

every athlete, every athletic coach, what do they do? They run routines, they break down the game

into little tiny elements, and they have people do the routine over and over again, so that

it becomes ingrained in their subconscious. It becomes part of their personality, part of their

DNA. Why would that be different with sales? So we can either do it over five or ten years,

or you do it with purposeful practice. We're going to be talking about that today. This is going to

be a great episode. Anybody who wants to become passionate about sales wants to take their sales

game to the next level, you'll enjoy this interview. Before we get into it, check out our friends

over at Scratchpad. Hey, I was on their podcast this week. Check it out. It's on YouTube, on my YouTube

channel, and it's the fastest, easiest way to get your data out of your head and into the CRM

so that you can quickly get on to the next deal as fast as possible. It's really critical,

because the data we want it, we think we can remember it. You know what? I found out that nine

out of ten salespeople tell me they have a photographic memory, and one out of a million does.

So there's a big chasm there between the people who think they can remember everything,

including me. I don't always be the, I'll remember that. And then two days later, you're like,

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